Negotiating for More, Everywhere, with Everyone

Margaret Neale and Thomas Lys expose the invisible cost of every unprepared conversation: you negotiate the same way at small tables as you do at big ones. Their framework rests on five principles: think at the package level, know your three numbers (alternative, indifference point, target), manage your expectation, practice where relationship risk is low, and preserve your capacity to say no. Research shows that when people expect to negotiate poorly, they ask less and concede faster. The antidote is preparation, not personality.

You'll learn:

- Why solving easy issues first destroys your leverage

- How presenting multiple packages reveals what the other side values

- The one-page prep sheet that determines if you're ready